Area Sales Director

Summary

Join Harrow, a leading North American ophthalmic-focused pharmaceutical company, as an Area Sales Director (ASD). This role involves achieving sales targets in a designated geographic area and leading a Key Account Manager team. You will utilize consultative and value-based communication strategies to promote Harrow's ophthalmic products within the ophthalmic community. The position requires extensive travel (up to 70%) and occasional visits to the corporate office in Nashville. You will report to the Vice President of the Posterior Business Unit and be responsible for managing sales budgets, evaluating performance, and fostering relationships with key stakeholders. This remote position offers the opportunity to contribute to a company committed to innovation, patient access, and global mission work.

Requirements

• Bachelor’s degree in marketing, Business, or a related field
• 3-5 years of Sales Management experience
• 5-8 years of buy and bill experience, preferably in the ophthalmology market
• Ability to travel up to 70% of the time, including overnight stays
• Possess a current and valid driver’s license
• Experience with execution of targeted business plans around priorities and goals
• Proficient with Microsoft Office products. Ability to learn additional software as required
• Possess strong organization and project management skills
• Work with a sense of urgency; engage and listens to all experts
• Exhibit a high degree of flexibility in adapting to a rapidly changing environment
• Demonstrate strong and thoughtful communication skills, both verbal and written, and leadership ability to work effectively in a teamwork environment
• Excellent analytical skills, problem resolution skills and general business acumen
• Proficiency in Microsoft Excel

Responsibilities

• Implement and Execute sales plans to achieve objectives in assigned areas
• Develop and manage sales operating expense budgets
• Oversee and evaluate sales performance and adjust as needed to meet competitive conditions
• Monitor customer, market, and competitor activity and update the organization accordingly
• Establish and maintain relationships with key opinion leaders and strategic partners
• Lead Direct and Indirect field staffing, including recruitment, hiring and training of additional team members, and deliver performance evaluations in accordance to company requirements
• Meet with key customers and assist Key Account Managers with negotiating and closing business transactions
• Review and analyze Key Account Managers’ sales performance and plans to determine effectiveness
• Lead area sales activities and manage resources to deliver profitable growth to the organization
• Coach and mentor team members to achieve area objectives through consultative and value-based communications with the ophthalmic community
• Utilize resources to enhance productivity and provide optimal customer satisfaction
• Provide detailed and accurate sales forecasting and effectively manage budget and resources
• Ensure compliance related to field activities, expenses, and everything related to the Harrow Compliance manual
• Collaborate with Strategic Accounts Team, Market Access Team, Marketing Team and Operations to assist in executing sales plans and achieving sales goals

Benefits

Remote